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In this episode of The Pipeline, Carlos Concepcion sits down with Adrian Sanchez, founder of Wire Miami and one of Miami’s top-performing pre-construction and luxury condominium sales leaders, for a powerful deep dive into how real estate agents, teams, and developers can use the right marketing strategy, IDX-powered websites, and lead generation systems. to scale multimillion-dollar sales.
With more than 20 years in Miami real estate, Adrian shares how he survived the 2007 market collapse, pivoted into foreclosures, development, and investment properties, and ultimately built one of Miami’s most productive pre-construction lead pipelines—now responsible for tens of millions in luxury condo sales across projects like E11even Hotel & Residences, St. Regis, Mandarin Oriental Residences, Waldorf Astoria, and upcoming ultra-luxury developments.
This episode shows why digital infrastructure, IDX-powered project websites, and relationship-driven follow-up systems—the foundation of TREMGroup’s real estate marketing ecosystem—are now mission-critical for any agent or brokerage operating in the pre-construction and luxury real estate space.
As Miami continues to attract global investors, high-net-worth buyers, and developers, Adrian highlights why owning digital real estate through project websites, IDX platforms, and lead capture systems has become just as important as owning physical property. This reinforces the role that TREMGroup’s real estate websites, IDX technology, and full-stack marketing programs play in helping agents, teams, and developers control demand, generate qualified buyers, and scale their presence across multiple new development projects.
Turning Pre-Construction Leads Into a Long-Term Sales Pipeline
- How real estate agents convert pre-construction leads into multimillion-dollar buyers
- Why every major condo project needs its own IDX-powered website
- How to dominate resales by controlling your original buyer pipeline
- The difference between average agents and luxury real estate professionals
- How relationship management outperforms cold prospecting
- Why ultra-luxury buyers require expertise—not automation
- How TREMGroup’s digital marketing platform fuels project-level domination
- Why St. Regis, Mandarin Oriental, Waldorf Astoria, and FAENA-style developments require dedicated digital ecosystems
- How Miami’s new-construction market rewards agents who own their audience
Video full transcription
Adrian Sanchez:
How you doing, man?
We’ve been in the business for a long time now—Wire Miami, 20 years. I can’t believe it. We’ve had to change and evolve so many times with the market. We actually started in pre-construction real estate back in 2005 and 2006. I remember I didn’t even know where my business was going to come from. I just worked really hard, which is what a lot of people don’t understand—this is not an easy business. You work hard and you get what you put into it.
Back in 2006, I remember my first deal. I got a phone call from someone I did not know. That was really my first lead. I took it upon myself to nurture that relationship. They were interested in buying a condo at Bentley Beach. I ended up selling him a unit, and then he bought eleven more. So we did twelve units there. That’s really how my business started.
But the market took a big hit in 2007, and honestly it was a wake-up call. I lost everything. My family and I lost everything. And I needed that. Sometimes you need a good slap in the face to realize there’s more to making money and living the Miami lifestyle than meets the eye.
We evolved. We started buying at foreclosure auctions. We started flipping houses and units. That’s how we got back on the saddle. From there, we started doing shopping centers. We started buying and selling properties. We started working more with developers, finding land to develop new projects. Slowly, I started getting back into pre-construction real estate.
In 2020, during COVID, we were already in the process of working with you guys. You helped us tremendously. Our first website was Wire Miami, and our second was a project-specific site for 11 Hotel & Residences. That was the first of many websites we would do with TREMGroup. Today, I think we have about ten or eleven websites, and we generate leads through all of them—from St. Regis to 1428 Brickell, Mandarin Oriental, and 11 Hotel & Residences.
We’ve been able to sell almost 100 units at 11. Here at Mandarin, Fortune announced that they sold $87 million in the summer, and I realized I sold about half of that. That was directly connected to the leads we built and nurtured through the platform.
At first, when I started with TREMGroup, I wasn’t sure it was going to work. I had built my business on relationships. But then I realized that the platform is just an extension of that. The leads need to be called. You have to nurture them. You have to maintain the relationship.
At 11, we sold over 50 units back then, and now we’re close to 100. And we’re likely going to control those resales because we maintained the website and the marketing platform. Now all of those buyers are going to become sellers. That’s how you build long-term dominance in a project.
It is so important for agents to call these leads. They’re not going to sell themselves. You have to take everyone seriously—whether they’re asking about a $500,000 studio or a $20 million penthouse. You never know who’s on the other end of the phone.
We’re now focused more on ultra-luxury projects like St. Regis and Mandarin Oriental. We’ll be doing resales at Waldorf Astoria. We have new projects coming up like Faena and some major things happening on Watson Island. And we have built an incredible pipeline of leads. Old leads become new leads when a new project is announced—you just have to maintain the relationship.
At the end of the day, you get what you put into it. You have to do everything at 110%. You can’t expect one call to close a $5 million buyer. These people are trusting you with millions of dollars. You have to add value every time you speak to them. You have to know the market. You have to know the projects. You can’t fake expertise.
Wealthy buyers can smell inexperience from a mile away. You can’t just send them to a sales gallery and hope for the best. You have to be the advisor they rely on. They’ll do business with you not because you say you’re the best, but because they realize it after speaking with you.
Can you sell a $5 million condo to a lead? Yes—but only if you put in the effort. If all you do is send template emails and text messages, you won’t. But if you use the tools, if you call, if you nurture, if you understand the projects, then yes—you absolutely can.
I sold half the Mandarin inventory this summer, and those were $5 million and up. But that didn’t come from minimal effort. That came from knowledge, repetition, and relationships. That’s what wins in this business.
You have to make an impression. And then you have to back it up with expertise so people trust you. When they trust you, they do business with you.
